Dave Rubinstein

Experience

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  100 Founders

  Founder

  Aug 2025 - Present

  100 Founders supports B2B SaaS startups with insights from numerous founders to transition from Founder Led Sales to operational growth.

  • Developed the 'SPRINT' sales framework after interviewing hundreds of founders worldwide, tailored for founder-led sales.
  • Accelerated growth for early-stage tech startups by designing scalable outbound campaigns and sales strategies.
  • Utilized a vast network to aid B2B tech companies in scaling sales teams effectively.
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  Spark

  Senior Vice President of Sales

  Aug 2024 - Apr 2025

  Spark provides access to trusted, expert advice for navigating post-retirement life, starting with Medicare insurance.

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  Spark

  Senior Vice President of Sales

  Aug 2024 - Apr 2025

  Spark provides expert advice on post-retirement life, specializing in Medicare insurance support through local licensed agents.

  • Achieved significant sales growth by optimizing processes for Medicare insurance advisory.
  • Led a team of sales professionals to enhance client acquisition and retention in a competitive market.
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  Kustomer (divested from Meta)

  Vice President, Sales

  Oct 2022 - Jul 2024

  Kustomer helps businesses grow by delivering exceptional customer service via a range of channels, using complete customer visibility, seamless omnichannel conversations, and intelligent automation.

  • Successfully led Sales, Solution Engineers, RevOps, and Enablement teams, enhancing Kustomer's market position.
  • Divested from Meta and contributed to Kustomer becoming an independent VC-backed entity, raising $60M.
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  Kustomer

  Vice President, Sales

  Oct 2022 - Jul 2024

  Kustomer enables businesses to deliver exceptional customer service through innovative omnichannel solutions.

  • Successfully managed the transition of Kustomer from Meta to an independent company.
  • Led a comprehensive sales strategy encompassing RevOps, Solution Engineers, and Enablement to drive business growth.
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  Outreach

  Vice President, Commercial Sales

  Feb 2022 - Sep 2022

  Outreach is a sales engagement platform focused on accelerating revenue growth through enhanced customer interactions.

  • Expanded the sales team significantly during tenure while managing a $50M renewals portfolio.
  • Navigated company-wide restructures during an industry downturn, showcasing strong leadership amidst challenges.
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  Outreach

  Regional Vice President, Sales

  Apr 2020 - Jan 2022

  • Surpassed sales quota by 120% in 2020 and 110% in 2021, showcasing consistent overachievement.
  • Successfully expanded sales team from 4 to 30 Account Executives, mentoring new leaders in the process.
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  Outreach

  Vice President, Commercial Sales

  Mar 2020 - Aug 2022

  Outreach is the leading sales execution platform that helps market-facing teams efficiently create and predictably close more pipeline, leveraging automation and AI.

  • Grew ARR from $1M to $5M Year 1 ($4M quota) and increased ARR to $11M Year 2 ($10M quota). Scaled team from 5 to 30 people during this period.
  • Expanded responsibility to National in Year 3. Led team of 50+. Generated 13M ARR in first half of year. Responsible for net new sales, expansion, and $50M renewals.
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  Salesforce

  Regional Vice President, Marketing Cloud Sales

  Jun 2014 - Apr 2020

  Salesforce is a global cloud-based software company providing CRM solutions to streamline business processes.

  • Repeatedly exceeded quota attainment, notably achieving 126% in 2015 and consistently over 100% yearly.
  • Built and led a high-performing sales team, pioneering key sales strategies and driving substantial revenue growth.
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  Salesforce

  Regional Vice President, Marketing Cloud Sales

  May 2014 - Apr 2020

  Salesforce is a global cloud computing company that develops CRM solutions and provides business software on a subscription basis.

  • Exceeded quota 5 of 6 years. Quotas ranged from $6M to $10M and team size ranged from 6 - 10 AEs.
  • Launched first national sales team for Pardot (Mar Tech) for Financial Services.

• mGage LLC (Acquired by Blackstone)

  Vice President, Sales

  Oct 2012 - May 2014

  mGage LLC developed key sales infrastructure and processes leading to its acquisition by Blackstone for significant growth.

  • Instrumental in establishing foundational sales processes, driving North American sales growth, leading to division acquisition.
  • Facilitated a smooth transition post-acquisition by expanding role to include Inside Sales and incentivizing business continuity.
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  gen.video

  Chief Revenue Officer (CRO)

  Feb 2011 - Sep 2012

  partnrUP is an AI-powered platform that transforms creator sourcing into a competitive advantage for brand growth.

  • Strengthened revenue strategies, positioning the company as a leader in AI-enhanced creator marketing.
  • Expanded partnerships and collaborations, driving innovation in influencer marketing strategies.
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  gen.video

  Senior Vice President of Sales

  Feb 2009 - Feb 2011

  • Built a profitable sales team from scratch, securing high-value contracts with global marketers like P&G and Unilever.
  • Implemented a scalable sales model resulting in sustained revenue growth over three consecutive years.
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  gen.video

  Chief Revenue Officer

  Feb 2008 - Sep 2012

  At gen.video, their services blend insights and expertise to delight consumers globally, utilizing their proprietary AI content collaboration hub to drive social commerce through influencer marketing.

  • Built sales team from pre-revenue to profitability, establishing 100K+ contracts with leading marketers like P&G and Unilever.
  • Designed a scalable sales process that led to 12 consecutive quarters of revenue growth.
  • Managed Procter & Gamble account from inception to a multi-million dollar contract, demonstrating significant client growth and retention.
  • Promoted from VP Sales to CRO in two years, showcasing exceptional leadership and contribution to the company's revenue.
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  Yahoo

  Senior Category Director

  Apr 2005 - Feb 2008

  Yahoo, the trusted guide for millions globally with iconic products for 30+ years—offers advertisers omnichannel solutions and powerful data to deliver results.

  • Led sales teams to achieve over a 30% increase in revenues, growing revenue responsibility from ~$50M to over $250M, with major clients including AT&T, Verizon Wireless, HP, Dell, and Kodak.
  • Spoke at key industry events such as CES, highlighting Yahoo's thought leadership within the telecom and technology categories.
  • Earned a promotion from Sales Director to Senior Director in 2007, reflecting outstanding performance and leadership in expanding the role to encompass both Telecom and Technology sectors.
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  Current Analysis

  Account Executive

  Mar 2003 - Mar 2005

  Current Analysis specializes in delivering expert market analysis and advisory services.

  • Developed and executed account strategies leading to new business from AT&T, Verizon, Sprint, Nextel, and Motorola.
  • Achieved 167% of sales quota in 2004, generating $2.8M in revenue.
  • Recognized as the top sales representative at Current Analysis in 2004.